Part 1. Sales Management. Main concepts.
Sales Management combines knowledge of Management and Marketing:
Management: Marketing:
1. Planning 1. Product
2. Organizing 2. Price
3. Staffing 3. Promotion
4. Directing 4. Plans
5. Controlling
Sales Manager-is responsible for a group of people involved in selling.
Personal Selling- people come face to face and make contacts and agreements on buys and selling.
Benefits for customers from Sales Management. 1. Customers get necessary products. 2. Customers get the necessary product at the right place. 3. Customers get the necessary product at the right time. 4. Customers get the necessary help for information and consultation concerning products. 5. Demands and complains of customers are being solved rapidly. 6. Customers get the excellent services. 7. Customers’ expectations are being satisfied by fulfilling their needs and wants.
Benefits of Sales Management for the company. 1. A good sales management team can sell more and it leads to covering a big market and great sales volume and the high profit. 2. A good sales team can obtain good name and fame, reputation for the company. 3. They can help to fulfill other organizational objectives.
The objectives of the Sales Management subject. 1. Students have to understand the importance of personal selling in modern market situations. 2. Students have to know how to increase sales volume by practicing marketing concept and modern sales approaches. 3. They should understand how to set sales objectives and plans and how to make decisions to carry them out. 4. They should know how to treat sales people and motivate them to